Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Tools Sales Management 71

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. A Random Walk Up Sales Street.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

FEBRUARY 14, 2012

Retail Sales Trends. Feb 14, 2012. Let’s face it. Don’t view voicemail as part of the sales pitch or decision-making process. The key to a cold-calling voicemail message is to not make it a sales pitch, but rather use it as a sound byte to share information the person would find of value. Networking.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Sales Training Connection

JUNE 15, 2012

Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. And customers expect sales reps to do just that! Too many times sales reps talk too much and talk too soon.

Face-to-face 136

Face-to-face Intent Training Objections 136

The Sales Hunter

NOVEMBER 25, 2011

Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. You always face obstacles with the little things that get in the way or the fans who can annoy you. You face objections each day just like they face tough defenses in every game. sales goals.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Sales Training Connection

AUGUST 15, 2012

Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. One overall observation stood out … As a group, the sales reps didn’t do as good job on the fundamentals as one might have expected. ©2012 Sales Horizons, LLC.

Face-to-face 115

Face-to-face Objections Training Sales 115

Sales Training Connection

JUNE 29, 2012

And I would guess any sales manager could add a couple of their personal favors to the “why” list. While it may be difficult for sales reps to excel at this in real time, pre-call planning and rehearsing parts of an upcoming sales call will help address the problem. ©2012 Sales Horizons, LLC.

Face-to-face 127

Face-to-face Collateral Objections Training 127

The Sales Hunter

DECEMBER 3, 2011

Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips. If you do have to negotiate over the telephone, use pauses and your tone of voice in the same manner as you would in a face-to-face negotiation. Communication Skills.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Jeffrey Gitomer

JULY 21, 2011

” It bugs me when someone attempts wisdom, and it flies in the face of logic, emotion, and especially reality. .” ” It bugs me when someone attempts wisdom, and it flies in the face of logic, emotion, and especially reality. Sales Management. Sales Videos. Dont let your next sales meeting suck!

Influencer 254

Influencer Hiring Social Media Loyalty 254

Jeffrey Gitomer

JANUARY 10, 2012

Gitomer | January 10, 2012 | 1 Comment. The biggest cause of sales rejection in the mind of the salesperson is, “My price was too high.” big reasons why you lost the sale: 1. You tried to make the sale by yourself. Let’s face it, Sparky, you’re not that good at this yet. Online Training.

Hiring 219

Hiring Prospecting Social Media Loyalty 219

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. Sales managers must take a look at their past performance to determine what did and didn’t work – and why.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

The Sales Hunter

DECEMBER 22, 2011

My goal is to always keep the face-to-face meetings short. Negotiating Doesn’t Have to Mean Sacrificing Profit. Contact Mark. E-mail RSS. Twitter Facebook. Facebook. -->. 6 Negotiating Secrets Buyers DON’T Want You to Know. Dec 22, 2011. Leave a Comment. I have the opportunity to talk with many buyers. Slow is better.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Jeffrey Gitomer

JUNE 2, 2011

You can respect someone face-to-face, in a professional or business environment (that’s referred to as formal respect). Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills. Sales Videos.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Your email address will not be shared. December 2011. April 2011.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Sales Hunter

AUGUST 23, 2012

The other day I gave you the 10 Secrets for a Successful Sales Meeting. This same thing should apply to how we deal with major sales programs or any major issue the sales force is facing. This same thing should apply to how we deal with major sales programs or any major issue the sales force is facing.

Sales Meeting 185

Sales Meeting Meeting Face-to-face Follow-up 185

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. A similar scenario faced hundreds of sales leadership executives. 32% reported that their sales cycle is too long.

Hiring 188

Hiring Territories Compensation Forecasting 188

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. I have written in the past that there needs to be no democracy in sales training. Sign up for our Email Newsletter.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Tom Hopkins

JUNE 24, 2014

Let’s face the facts…the last few years have been economically challenging for most people around the globe. Get What You Want in 2012 by Wendy Lipton-Dibner. Sales Management Characteristics of a Great Sales Manager. Please enjoy “4 Steps to Turn Setbacks into Comebacks” by Dr. Willie Jolley.

Face-to-face 91

Face-to-face Selling Skills Relationals Sales Management 91

The Sales Hunter

NOVEMBER 29, 2011

Is Your Company Ready for Year-End Sales? For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. So, you tell me — is your company ready for year-end sales? phone sales tips. sales goals.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Pipeline

JULY 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Long drive, I started thinking further as to how many B2B sales people and sales organization also make it unnecessarily difficult to buy from them. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Sales Hunter

JANUARY 23, 2012

Sales Call Best Practices. Retail Sales Trends. Jan 23, 2012. Today’s post will particularly resonate with sales managers, but I think anyone in sales could glean some valuable points. Do you walk the factory floor and talk to the quality assurance inspector about the challenges she may be facing?

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Understanding the Sales Force

JUNE 27, 2012

Understanding the Sales Force by Dave Kurlan First, let's acknowledge that EEOC guidelines in the US demand that you not discriminate against candidates based on age (40 and older), gender (non-males), race (non Caucasians), or disability (Americans with Disability Act). the OMG Sales Candidate Assessment has recommended them.

Guidelines 169

Guidelines Face-to-face Energy ACT 169

Sales Training Connection

JUNE 11, 2013

We’ve recently had the opportunity to work with a sales force in the oil and gas industry. oil and gas industry is experiencing a tremendous boom … and because of this fortunate development, the oil and gas industry is facing a talent shortage – including in Sales. Better coaching from front-line sales managers.

Face-to-face 98

Face-to-face Compensation Coaching Sales Leadership 98

The Sales Hunter

DECEMBER 1, 2011

Who Are Your Sales Motivators? It’s easy to think sales motivators are things, but I prefer to think of them as people. Sales motivators can come in many forms, but some of the best motivators are those people with whom we come in contact either intentionally or unintentionally. Haven’t taken our quick sales survey yet?!

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

Jeffrey Gitomer

DECEMBER 30, 2011

You can talk and talk till your face is blue! The more experienced salespeople and sales managers are always criticizing or blaming youth for what they are not, what they don’t bring to the table, what’s wrong with them, and why they’re not more like “us.” They a disobedient, disrespectful oafs!

Hiring 200

Hiring Social Media Loyalty Cancellation 200

The Pipeline

JULY 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s The question you must face first, though, is Why do people of wealth and status intimidate you, in a way “normal” prospects don’t? Your email address will not be shared. December 2011.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

The Sales Hunter

FEBRUARY 24, 2012

Retail Sales Trends. Feb 24, 2012. I know you won’t find this shocking, but I regularly meet people who have no business being in sales. I know you won’t find this shocking, but I regularly meet people who have no business being in sales. Communication Skills. Networking. Contact Mark. E-mail RSS.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

SBI

MARCH 1, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Many StorySlab customers rely heavily on outside sales and suddenly had to adapt to a remote selling world. That has all been upended now. Removing friction and awkwardness is key. That’s StorySlab.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Increase Sales

OCTOBER 25, 2012

Intergenerational conflict is a term probably many small business owners as well as those in sales management have never considered within their organizations. Yesterday I attended a Lunch and Learn sponsored by Express Pros of Northwest Indiana entitled the Faces of Change in the workplace. Join others on Thursday, Nov.

Small Business 154

Small Business Small Business Webinar Metrics Face-to-face 154

The Sales Hunter

FEBRUARY 14, 2012

Retail Sales Trends. Feb 15, 2012. You have won a lot of the battle that many salespeople face daily — they don’t believe in their price and they are even suspicious of profit. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. Communication Skills. Networking.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

Paul Cherry's Top Sales Techniques

MARCH 2, 2010

→ On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. Sales Coaching (2). Sales Management (8).

Account 63

Account Sales Management Training Pharmaceuticals 63

The Pipeline

DECEMBER 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The fact that they may be seeking a solution, suggests that they are facing some challenges, obstacles and gaps in their ability to attain those objectives, or what I call opportunity. Your email address will not be shared. October 2011.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Increase Sales

MARCH 27, 2012

Imagine for a moment a sales leadership team of individuals all demonstrating the self starting ability to do what they need to do without being told or extrinsically motivated. They remind you of tops that once set spinning continue to spin (work) without very much assistance from you in sales management or as the small business owner.

Sales Leadership 126

Sales Leadership Face-to-face Lead Rank Lead Scoring 126

The Pipeline

FEBRUARY 27, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Communication , Communication Strategy , Marketing , Proactive , Sales 2.0 , Sales Management , Sales Success , Sales eXchange , execution. December 2011. November 2011.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Sales Training Connection

OCTOBER 26, 2012

We’ve recently had the opportunity to work with a sales force in the oil and gas industry. oil and gas industry is experiencing a tremendous boom … and because of this fortunate development, the oil and gas industry is facing a talent shortage – including in Sales. Better coaching from front-line sales managers.

Face-to-face 101

Face-to-face Compensation Sales Talent Industry 101